Boost your sales and marketing force management with these tips
Posted: Thu Dec 26, 2024 7:07 am
You may or may not believe it. But it is your beliefs that move you towards something. While we run away from what we do not believe in, our natural instinct is to follow what we believe in. Because of this, believing – or not – is the first step towards managing your sales force.
What you will see:
Key takeaways from this article:
What is sales force?
16 tips for sales force management
1. Believe in the solution you sell
2. Differentiate your sales force
3. Focus on profitability
4. Know your solution
5. Invest in specialization
6. Have a different attitude
7. Manage cohesively
8. Align your team
9. Build a good team
10. Have an excellent sales management leader
11. Set goals correctly
12. Always consider the human side
13. Know how to make a sales forecast
14. Adapt your team to mobile devices
15. Combine sales with content marketing
16. Change the company's sales vision
Key takeaways from this article:
Sales force is the name given to the group of professionals who are part of the effort to win more customers for your company.
When aligned with good marketing work , the results achieved by the sales force are even more satisfactory.
Some important points for efficient sales force management are believing in the product, making it different from competitors, investing in specializations for members and knowing how to put together a good team .
A good ally for the sales force is to create an efficient sales process. Learn how to do this in the Guide: how to develop a sales process and its steps . Also invest in a CRM to optimize all your processes. Take a free trial on Agendor.
The 16 secrets to sales force and marketing management
Believe in the solution you sell
Differentiate your sales force
Focus on profitability
Know your solution
Invest in specialization
Posture makes all the difference in the sales force
Make a cohesive management
Align your team
Build a good team
Have an excellent leader in sales management
Set goals correctly
Always consider the human side
Know how to make a sales forecast
Adapt your team to mobile devices
Combine relationships with content marketing
Change the company's sales vision
Before learning about each of these items, answer this question: do you really know what a sales force is?
What is sales force?
So, what is a sales force if not the group of professionals who help you and your company to win more and more customers?
This sales force concept is important because it relates to teamwork and overcoming challenges.
And if these achievements are properly combined with marketing, the results can only be even better. This concept of sales force combined with marketing is increasingly consolidating in companies.
In this post you will see 16 tips on sales force structure:
objectives;
goals;
motivation.
And much more. By the end of this article, you will certainly know much more about what a sales force is and how it is managed.
See also: How to generate sales leads with marketing?
16 tips for sales force management
1. Believe in the solution you sell
Belief is precisely the greatest force that motivates or demotivates a person.
Doing something we don't believe in takes away our desire to get out of bed every day. While doing something that has everything to do with what we believe in gives us enough energy to do whatever it takes.
Therefore, it is now possible to see how important it is for a company's results that sales force management emphasizes the need for everyone to believe in what they sell.
Otherwise, the result will never be satisfactory and all the resources used to encourage the sales force , all types of remuneration and all the freedom in the world will not change the salespeople's performance at all.
Keep this in mind when planning your sales force.
The values of the company and the sales force need to be aligned.
The role of the sales force is so important that it needs to be aligned with the company's values .
This means that there is no point in hiring a salesperson to sell something they don't believe in.
Your sales force values, as well as your sales force goals, need to be aligned with your company values. This is the first thing you need to share.
If a company does not share the same ideal as a sales force, it is very likely that the relationship between the company and the salespeople will not be as strong, since they do not see things the same way.
This is the first point that needs to be shared within a company when organizing its sales force. Not just with its sales force, but with all employees.
The sales force needs to share the company's values
The sales force needs to share the company's values
On the other hand, in addition to sharing values, the sales force needs to believe in what they sell .
Regardless of whether it is a product or service that is in great need, legal or not, salespeople need to believe in the idea, the service, the product that their company offers to the market.
You've probably already heard:
“I wouldn’t eat at a restaurant where the chef or cook doesn’t eat his own food!”
So why would anyone buy from a company whose sales force doesn't believe in what they're selling? The logic is the same and shows the importance of truly believing in what the company does.
It is the sales force's belief that will help salespeople create arguments and deal with consumer objections.
Obviously, all of this starts at the top. Those responsible for managing the sales force need to believe in the company they work for and what it does.
It is the leader's job to select people who believe in what the company does. Finding salespeople who truly like what the company does is a big challenge.
However, it is precisely this belief of the salesperson who loves what the company does, that will allow him to exceed his goals and his daily performance, because he believes so much in the company, that he is totally willing to bring results.
Salespeople need to have the same commitment and passion as the company founders!
This is already a great start for sales to start happening, because goals only make sense when the sales force believes they can be achieved.
A sales force only believes in its goal when it believes:
in what he does;
in what sells;
in the company it represents.
When there is a sum of positive beliefs within a sales force, every goal is achievable.
This is precisely the mission and purpose of every company that wants to grow. That is, to list of turkey cell phone numbers set up a sales force structure that makes it believe in the work that needs to be done.
The rest is just the result of that action.
sales force management
The commitment of the sales force directly influences the result
See also: What is the leader's role in motivating the sales force?
2. Differentiate your sales force
What makes a sales force different from simply a sales team?
Everyone uses the word sales force as a synonym for sales team .
In a broad sense, they are equivalent. However, in practice, a sales force is a selection of professional salespeople who understand sales and know what they are doing.
A sales team is just a group of salespeople. And what is a sales force?
Now, a sales force is a team of skilled people who are passionate about doing what needs to be done to make the sale happen.
There is a big difference in the attitude of the sales team and the attitude of the sales force.
This stance makes a big difference in a company’s sales results.
In the same way that there is a stark difference in the type of sales force management when comparing a leader and a manager, there is a stark difference between a sales team and a sales force.
The main objective of sales force management is to build a strong team of salespeople. And what’s more, they must be truly committed to the company’s results.
And to do this, you need a leader capable of developing the sales force.
3. Focus on profitability
A sales force focuses on increasing the company's profitability, not just increasing sales . This should be the goal of the sales team.
There is a big difference between increasing sales and increasing profitability.
Increasing sales simply consists of selling more, regardless of the actions that lead to this result, which can range from promotions to raffles and stock clearances.
Increasing profitability is not always related to the number of sales, but rather how much will actually enter the company's cash flow with the sale.
A sales force understands that it is often better to stop selling than to apply discounts to make the sale happen. After all, the greater the discount, the lower the profit from the product or service.
Therefore, in some cases it is better to stop selling a service that does not increase the company's profitability, than to sell in quantity at any cost.
The biggest challenge for every manager is managing the sales force
The biggest challenge for every manager is to build an effective sales force
4. Know your solution
The sales force understands what they sell!
Although many salespeople say they sell anything, a sales force is a specialist in the type of segment in which they work.
Therefore, they have more information and technical details about what they sell. This sales force training is necessary!
There is no point in managing the sales force by putting a shoe salesperson to sell apartments, or a service salesperson to sell tractors.
A sales force is a team that has high-level knowledge about a particular product or service and works solely to sell that product or service.
Generally, over time, they end up becoming a reference in the market. This is because they absorb a large network, great expertise and great relationships with clients.
It is precisely the fact of being an expert in what they sell that allows the sales force to feed the business in an intelligent way, without having to resort to concessions or discounts.
Sales force management must instill the value of what they sell in the team, so that they can transform the purchase into a unique experience for customers.
Check out: Sales force: 5 tips for turning demonstrations into closed deals
5. Invest in specialization
The sales force is a highly specialized team .
The people who are part of the sales force are career salespeople. People who are always looking to improve their knowledge, as they always want to deliver better results for the company they work for.
A sales force is aware that knowledge is the great differentiator needed to build its reputation as a salesperson and, therefore, help the company achieve results.
sales force management
The sales force is a team that is constantly updated
6. Have a different attitude
The following posture attributes are fundamental. Therefore, sales force management must value them and encourage the team to adopt them.
Sales force postures, examples:
Proactivity
Dedication
Knowledge of company processes
Willingness to deliver satisfactory results (even when you are not doing only what you like).
With this differentiated stance, the sales force stands out in relation to a sales team. The sales force is the elite of sales, it is the team that every company wants.
7. Manage cohesively
Do you want to know how to transform your sales team into a true results machine for your company?
For a company to be successful in its field of activity, it is essential that the entire team works together . Production and sales results must be a constant focus.
However, it is common to find a gap between the sales team and the strategic objectives of the business in companies . And this can lead to a terrible vulnerability for the business.
What you will see:
Key takeaways from this article:
What is sales force?
16 tips for sales force management
1. Believe in the solution you sell
2. Differentiate your sales force
3. Focus on profitability
4. Know your solution
5. Invest in specialization
6. Have a different attitude
7. Manage cohesively
8. Align your team
9. Build a good team
10. Have an excellent sales management leader
11. Set goals correctly
12. Always consider the human side
13. Know how to make a sales forecast
14. Adapt your team to mobile devices
15. Combine sales with content marketing
16. Change the company's sales vision
Key takeaways from this article:
Sales force is the name given to the group of professionals who are part of the effort to win more customers for your company.
When aligned with good marketing work , the results achieved by the sales force are even more satisfactory.
Some important points for efficient sales force management are believing in the product, making it different from competitors, investing in specializations for members and knowing how to put together a good team .
A good ally for the sales force is to create an efficient sales process. Learn how to do this in the Guide: how to develop a sales process and its steps . Also invest in a CRM to optimize all your processes. Take a free trial on Agendor.
The 16 secrets to sales force and marketing management
Believe in the solution you sell
Differentiate your sales force
Focus on profitability
Know your solution
Invest in specialization
Posture makes all the difference in the sales force
Make a cohesive management
Align your team
Build a good team
Have an excellent leader in sales management
Set goals correctly
Always consider the human side
Know how to make a sales forecast
Adapt your team to mobile devices
Combine relationships with content marketing
Change the company's sales vision
Before learning about each of these items, answer this question: do you really know what a sales force is?
What is sales force?
So, what is a sales force if not the group of professionals who help you and your company to win more and more customers?
This sales force concept is important because it relates to teamwork and overcoming challenges.
And if these achievements are properly combined with marketing, the results can only be even better. This concept of sales force combined with marketing is increasingly consolidating in companies.
In this post you will see 16 tips on sales force structure:
objectives;
goals;
motivation.
And much more. By the end of this article, you will certainly know much more about what a sales force is and how it is managed.
See also: How to generate sales leads with marketing?
16 tips for sales force management
1. Believe in the solution you sell
Belief is precisely the greatest force that motivates or demotivates a person.
Doing something we don't believe in takes away our desire to get out of bed every day. While doing something that has everything to do with what we believe in gives us enough energy to do whatever it takes.
Therefore, it is now possible to see how important it is for a company's results that sales force management emphasizes the need for everyone to believe in what they sell.
Otherwise, the result will never be satisfactory and all the resources used to encourage the sales force , all types of remuneration and all the freedom in the world will not change the salespeople's performance at all.
Keep this in mind when planning your sales force.
The values of the company and the sales force need to be aligned.
The role of the sales force is so important that it needs to be aligned with the company's values .
This means that there is no point in hiring a salesperson to sell something they don't believe in.
Your sales force values, as well as your sales force goals, need to be aligned with your company values. This is the first thing you need to share.
If a company does not share the same ideal as a sales force, it is very likely that the relationship between the company and the salespeople will not be as strong, since they do not see things the same way.
This is the first point that needs to be shared within a company when organizing its sales force. Not just with its sales force, but with all employees.
The sales force needs to share the company's values
The sales force needs to share the company's values
On the other hand, in addition to sharing values, the sales force needs to believe in what they sell .
Regardless of whether it is a product or service that is in great need, legal or not, salespeople need to believe in the idea, the service, the product that their company offers to the market.
You've probably already heard:
“I wouldn’t eat at a restaurant where the chef or cook doesn’t eat his own food!”
So why would anyone buy from a company whose sales force doesn't believe in what they're selling? The logic is the same and shows the importance of truly believing in what the company does.
It is the sales force's belief that will help salespeople create arguments and deal with consumer objections.
Obviously, all of this starts at the top. Those responsible for managing the sales force need to believe in the company they work for and what it does.
It is the leader's job to select people who believe in what the company does. Finding salespeople who truly like what the company does is a big challenge.
However, it is precisely this belief of the salesperson who loves what the company does, that will allow him to exceed his goals and his daily performance, because he believes so much in the company, that he is totally willing to bring results.
Salespeople need to have the same commitment and passion as the company founders!
This is already a great start for sales to start happening, because goals only make sense when the sales force believes they can be achieved.
A sales force only believes in its goal when it believes:
in what he does;
in what sells;
in the company it represents.
When there is a sum of positive beliefs within a sales force, every goal is achievable.
This is precisely the mission and purpose of every company that wants to grow. That is, to list of turkey cell phone numbers set up a sales force structure that makes it believe in the work that needs to be done.
The rest is just the result of that action.
sales force management
The commitment of the sales force directly influences the result
See also: What is the leader's role in motivating the sales force?
2. Differentiate your sales force
What makes a sales force different from simply a sales team?
Everyone uses the word sales force as a synonym for sales team .
In a broad sense, they are equivalent. However, in practice, a sales force is a selection of professional salespeople who understand sales and know what they are doing.
A sales team is just a group of salespeople. And what is a sales force?
Now, a sales force is a team of skilled people who are passionate about doing what needs to be done to make the sale happen.
There is a big difference in the attitude of the sales team and the attitude of the sales force.
This stance makes a big difference in a company’s sales results.
In the same way that there is a stark difference in the type of sales force management when comparing a leader and a manager, there is a stark difference between a sales team and a sales force.
The main objective of sales force management is to build a strong team of salespeople. And what’s more, they must be truly committed to the company’s results.
And to do this, you need a leader capable of developing the sales force.
3. Focus on profitability
A sales force focuses on increasing the company's profitability, not just increasing sales . This should be the goal of the sales team.
There is a big difference between increasing sales and increasing profitability.
Increasing sales simply consists of selling more, regardless of the actions that lead to this result, which can range from promotions to raffles and stock clearances.
Increasing profitability is not always related to the number of sales, but rather how much will actually enter the company's cash flow with the sale.
A sales force understands that it is often better to stop selling than to apply discounts to make the sale happen. After all, the greater the discount, the lower the profit from the product or service.
Therefore, in some cases it is better to stop selling a service that does not increase the company's profitability, than to sell in quantity at any cost.
The biggest challenge for every manager is managing the sales force
The biggest challenge for every manager is to build an effective sales force
4. Know your solution
The sales force understands what they sell!
Although many salespeople say they sell anything, a sales force is a specialist in the type of segment in which they work.
Therefore, they have more information and technical details about what they sell. This sales force training is necessary!
There is no point in managing the sales force by putting a shoe salesperson to sell apartments, or a service salesperson to sell tractors.
A sales force is a team that has high-level knowledge about a particular product or service and works solely to sell that product or service.
Generally, over time, they end up becoming a reference in the market. This is because they absorb a large network, great expertise and great relationships with clients.
It is precisely the fact of being an expert in what they sell that allows the sales force to feed the business in an intelligent way, without having to resort to concessions or discounts.
Sales force management must instill the value of what they sell in the team, so that they can transform the purchase into a unique experience for customers.
Check out: Sales force: 5 tips for turning demonstrations into closed deals
5. Invest in specialization
The sales force is a highly specialized team .
The people who are part of the sales force are career salespeople. People who are always looking to improve their knowledge, as they always want to deliver better results for the company they work for.
A sales force is aware that knowledge is the great differentiator needed to build its reputation as a salesperson and, therefore, help the company achieve results.
sales force management
The sales force is a team that is constantly updated
6. Have a different attitude
The following posture attributes are fundamental. Therefore, sales force management must value them and encourage the team to adopt them.
Sales force postures, examples:
Proactivity
Dedication
Knowledge of company processes
Willingness to deliver satisfactory results (even when you are not doing only what you like).
With this differentiated stance, the sales force stands out in relation to a sales team. The sales force is the elite of sales, it is the team that every company wants.
7. Manage cohesively
Do you want to know how to transform your sales team into a true results machine for your company?
For a company to be successful in its field of activity, it is essential that the entire team works together . Production and sales results must be a constant focus.
However, it is common to find a gap between the sales team and the strategic objectives of the business in companies . And this can lead to a terrible vulnerability for the business.